Real Estate Coaching Radio

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Real Estate Coach | Massive Success In A Shifting Market (2) Mar 30, 2022

Show notes

Question: Are you (finally) ready to become a LISTING AGENT? Of course, you are. Great news, this podcast is sponsored by Tim and Julie Harris’s favorite SELLER Lead systems. You read that correctly, this trusted company will provide you with the names, addresses, phone numbers of homeowners who want to sell….truly motivated seller leads. Best part? NO referral fees. What are you waiting for? Go there now and become a member. CLICK HERE NOW. When you do you will save $150 because you are a Harris podcast fan.

P.S. This is the same system Tim and Julie used when they were top-producing agents.

It's a well-known fact that if you want to be successful in life you have to learn to be an effective communicator. Someone who can effectively convey their thoughts and feelings will always have an advantage in life. Are these skills learnable or innate? On today's Real Estate Coaching and Training podcast, Tim and Julie Harris will help you to drill down on the exact techniques that the world's most effective communicators have used throughout history.

Harris Rules for better presentation and communication:

(Practical and tactical!)

1 - Eliminate the use of I, me, my or mine from your speech unless you are apologizing. Then the use of I is part of owning the situation.

2 - Listen more than you speak. Record some of your conversations when you’re doing lead follow-up or calling past clients. What percent of the time are you speaking versus the other person? Make it all about the other person, every time.

3 - Ask good questions AND listen to the answers. Use prequalifying scripts.

“Listen with curiosity. Speak with honesty. Act with integrity. The greatest problem with communication is we don’t listen to understand. We listen to reply. When we listen with curiosity, we don’t listen with the intent to reply. We listen for what’s behind the words.” -Roy T. Bennett

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4 - Don’t be so anxious to say the next thing. When you’re jumping in to say the NEXT thing, you can’t listen to the CURRENT thing.

5 - Use the super-secret app known as your mobile phone. Pick it up, talk into it. Do this regularly. Use your phone more than you use digital communication. If you’re about to text, email, tweet or post, call instead.

6 - Have conversations, not just contacts. Don’t contract contact-itis. Contacts on their own have no value. Appointments and contracts have value.

7 - Be accurate. If you don’t know the answer to a prospect or client’s question, say this: “That’s a great question, Max. I’m writing it down so I can bring you the answer this evening. What’s the best number to call you on around 5pm?”

8 - Always, always, always end every conversation with: “Whom do you know that I should be calling to help them buy or sell a home?”

9 - Practice your F-O-R-D technique until it’s part of you. Family, Occupation, Recreation, and Dreams talking points.

10 - Join coaching so you’re not doing this alone. Ask questions, get help, move faster!

Real Estate Coach | Massive Success In A Shifting Market (1) Mar 29, 2022

Show notes

It's a well-known fact that if you want to be successful in life you have to learn to be an effective communicator. Someone who can effectively convey their thoughts and feelings will always have an advantage in life. Are these skills learnable or innate? On today's Real Estate Coaching and Training podcast, Tim and Julie Harris will help you to drill down on the exact techniques that the world's most effective communicators have used throughout history.

Do people want to listen to you?

The most important tool you have in real estate and in life is your voice. Build good habits and delete the old ones that are likely holding you back from success.

Your voice affects everything you do not just in real estate but in life, so it just makes sense that you would polish your skills and reap the benefits of your hard work. Sometimes just changing your tonality, your pace or even just a single word makes all the difference.

Plato said, “Wise men speak because they have something to say; Fools because they have to say something.”

How do your listeners perceive you? How would you rate your own conversations? Does your family respond differently than your best friend? How does that compare to your conversations with your past clients and centers of influence? Do you embrace meetings or dread them? What kind of results are you getting in real estate? In life?

If you fear the phone, the live presentation, negotiating, or anything else requiring good conversation skills, this is where you need to do the work.

Julian Treasure is the author of the books How to be Heard and Sound Business. His five TED talks have been watched more than 100 million times. 'How to speak so that people want to listen' is in the top 10 TED talks of all time.

Question: Are you (finally) ready to become a LISTING AGENT? Of course, you are. Great news, this podcast is sponsored by Tim and Julie Harris’s favorite SELLER Lead systems. You read that correctly, this trusted company will provide you with the names, addresses, phone numbers of homeowners who want to sell….truly motivated seller leads. Best part? NO referral fees. What are you waiting for? Go there now and become a member. CLICK HERE NOW https://www.theredx.com/affiliate/tim-and-julie-harris/?utm_source=aff-timandjulieharris&utm_medium=content&utm_campaign=redxaffiliate&utm_content=content001_timandjulieharrisaffiliate_location-landingpage. When you do you will save $150 because you are a Harris podcast fan.

P.S. This is the same system Tim and Julie used when they were top-producing agents.

Julian talks about the 7 Deadly Sins of Speaking. How many are you committing? Which ones have you intuitively pruned from your presentation style?

1 - Gossip: Speaking ill of someone, not present. The message you’re sending the listener is that 10 minutes from now you might be gossiping about them. If you’ll talk about Max like that, you could talk about me just the same. A bad habit to prune from your conversations. Gossip should not be your currency.

2 - Judging: Once your listener has picked up your judging them, they cease to listen and are immune to responding to your attempts to you in a positive way. Just because you don’t like something doesn’t mean you have to make it a topic of conversation. Maybe that buyer loves black cabinets and you just said this is the most hideous kitchen you’ve ever seen.

“Remember not only to say the right thing in the right place but far more difficult still, to leave unsaid the wrong thing at the tempting moment.” -Benjamin Franklin

Real Estate Coach | #1 Reason Most Agents Struggle (and Fail) Mar 28, 2022

Show notes

Today's podcast is a wake-up call for ALL real estate agents. Here is the bottom line, now more than ever it's absolutely critical you become a listing agent. Being with the wrong broker, buying buyer leads, branding are all leading to what may be the biggest agent failure rate in history. When you listen to todays show you will have facts that will help you make the right decisions.

More than 90% of potential real estate buyers and sellers, according to the National Association of REALTORS®, connect with a real estate agent to help them buy and/or sell their house.

That equals about $100 Billion in agent commissions every year.

It shouldn't surprise you then, that real estate tech companies want a bigger piece of that agent commission pie for themselves.

Here are some strategies real estate tech companies have to get more commission money from YOU, the country's hard-working real estate agents and brokers. We'll look at Zillow, Compass, and Opendoor specifically.

POP QUIZ:

Please choose one answer:

1) I am ready to join EXP Realty.

2) I am interested in EXP Realty and need more info.

3) I am not interested in EXP Realty.

Key:

* If you answered “#1” congratulations. You are about to join the fastest-growing real estate company in the world. Tim and Julie Harris are inviting you to join them at EXP Realty. Text Tim directly for the next steps: 512-758-0206. (text only please)

* If you answered “#2” please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .

* If you answered ‘#3’ no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP Realty.

ZILLOW.

What is Zillow's 'Back to Basics' strategy, and how might it affect you?

Zillow has stated that it is going back to its roots by focusing on “extracting” an additional $1.5B annually from agents by 2025 via its Premier Agent program. This “extraction” from agents paying for Zillow’s Premier Agent Services would generate a total of $2.9B annually for Zillow. That eclipses its entire 2021 revenue from all combined sources.

2021 Revenue = $2.1B
Plus, +800M from Adjacent Services such as Mortgage & Title
Plus, +600M from Other IMT (Internet, Media and Technology)
Plus, +1.5B from Premier Agent Services – or between $250M – $300M per year from agents
A total of $5B in 2025 Revenue is their stated goal.

Well, good for Zillow for making their goals 'SMART': Specific, Measurable, Attainable, Realistic and Timely... but maybe you can disrupt the 'Attainable' part by choosing not to participate in their agent-soaking goals.

Just a quick search about the quality and quantity of 'leads' that agents are paying for will garner you an endless supply of not just agents complaining about inappropriate, low quality 'leads', but perhaps just as alarming are the complaints by actual homeowners about Zillow. For Sale By Owners who were only allowed an aerial view picture, severely inaccurate Zestimates, 'Zillow-assigned agent' who knows nothing about the listing someone calls on, etc. The quantity and variety of complaints is astonishing.

Solution? Become your own best generator of commissions by learning to be a proactive lead generation machine. Listing agents don't have any lead generation issues.

Real Estate Coach | Real Estate Agents 5 Year Plan (5) Mar 25, 2022

Show notes

We created this podcast series, Real Estate Agents 5 Year Plan to provide a specific, practical, and tactical plan to meet or exceed your goals in your real estate career and ultimately in your life.....in 5 years or less. Today's show is part 5.

YEAR FIVE.

** What have you built for yourself in terms of passive income?

- EXP Revenue share.

- Investing?

- You will have created passive income sources by year 5 (or sooner) that replace your need to earn personal income for you and your family. Point being, by year 5 you will be (by our definition) RICH. Rich is where your money works for you and you don't have to work for your money.

1 - You now have real skills. What will you do with it? Will you embrace the fact that you have a predictable, duplicatable income stream, or will you fall backward-looking for the 'easy button'? Resist!!

2 - Complete your new Real Estate Treasure Map and be sure to spend lots of time on your goal setting. You can think really big now, but keep the goals 'SMART'. Specific, measurable, attainable, realistic, and timely.

3 - You now have passive income. Re-invest it strategically. Study the best investments you can make and truly begin to build real net worth.

As always thank you for keeping this podcast the number 1 daily podcast for real estate professionals. Remember to ‘Like’ and ‘Subscribe’ so that you receive every show the second it is released. If you are on iTunes please give us a 5 Star review and then share with us why you liked the show. Your continued support and encouragement are greatly appreciated.

Today's show is sponsored by RED/X.

P.S. This is the same system Tim and Julie used when they were top-producing agents.

POP QUIZ:

Please choose one answer:

1) I am ready to join EXP Realty.

2) I am interested in EXP Realty and need more info.

3) I am not interested in EXP Realty.

Key:

* If you answered “#2” please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .

* If you answered ‘#3’ no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP Realty.

Real Estate Coach | Real Estate Agents 5 Year Plan (4) Mar 25, 2022

Show notes

We created this podcast series, Real Estate Agents 5 Year Plan to provide a specific, practical, and tactical plan to meet or exceed your goals in your real estate career and ultimately in your life.....in 5 years or less. Today's show is part 4.

Today's show is sponsored by RED/X.

Question: Are you (finally) ready to become a LISTING AGENT? Of course, you are. Great news, this podcast is sponsored by Tim and Julie Harris’s favorite SELLER Lead systems. You read that correctly, this trusted company will provide you with the names, addresses, phone numbers of homeowners who want to sell….truly motivated seller leads. Best part? NO referral fees. What are you waiting for? Go there now and become a member. CLICK HERE NOW https://www.theredx.com/affiliate/tim-and-julie-harris/?utm_source=aff-timandjulieharris&utm_medium=content&utm_campaign=redxaffiliate&utm_content=content001_timandjulieharrisaffiliate_location-landingpage. When you do you will save $150 because you are a Harris podcast fan.

P.S. This is the same system Tim and Julie used when they were top-producing agents.

YEAR FOUR.

1 - Now you're seeing the accumulation effect of your investing, your saving and your hard work. Expand your knowledge about what to DO with your profit. Remember, you are rich when your money is working for you and you're no longer working for it.

2 - You can think as big as you wish now regarding your goal setting. Update your Real Estate Treasure Map and think even bigger this year. To do more transactions, add more spokes, not more staff. You should be working with only a handful of buyers or none at all since you have your army of buyer partners assembled.

3 - Set a specific goal for your Magic Number of Listings which is based on the goals you set in your Treasure Map. If you're not sure how to achieve that higher level, get help before you get stuck. Get involved in Premier Coaching.

4 - Upgrade everything. Your listing presentation, pre-listing package and all support material. Then upgrade yourself. Refer to the 'upgrade everything' chapter in Harris Rules. Your haircut, your glasses, your watch, your shoes, your wardrobe, your car, your technology.

5 - Don't let your ego lead your decision-making. You will be tempted by ego advertising, making videos, wanting to be an influencer. Be cognizant of the fact that none of those things lead directly to your profitability. Remember that it's the repetitious boredom that pays off. Doing what you don't want to do when you don't want to do it at the highest level might be getting boring, but you've built your skills up along the way. Work on becoming more and more efficient at your lead generation. How many people do you have to speak with to set your next listing appointment? Game-ify the process to avoid boredom and keep building skills.

Real Estate Coach | Real Estate Agents 5 Year Plan (3) Mar 23, 2022

Show notes

Today's show is sponsored by RED/X.

Question: Are you (finally) ready to become a LISTING AGENT? Of course, you are. Great news, this podcast is sponsored by Tim and Julie Harris’s favorite SELLER Lead systems. You read that correctly, this trusted company will provide you with the names, addresses, phone numbers of homeowners who want to sell….truly motivated seller leads. Best part? NO referral fees. What are you waiting for? Go there now and become a member. CLICK HERE NOW https://www.theredx.com/affiliate/tim-and-julie-harris/?utm_source=aff-timandjulieharris&utm_medium=content&utm_campaign=redxaffiliate&utm_content=content001_timandjulieharrisaffiliate_location-landingpage. When you do you will save $150 because you are a Harris podcast fan.

P.S. This is the same system Tim and Julie used when they were top-producing agents.

YEAR THREE.

1 - Continue to build on your first two years. Amazingly, you are now a veteran agent. You have more experience, confidence, and skill. This is the year of consistency and predictability. Do a new Real Estate Treasure Map!

2 - Doing what you don't want to do when you don't want to do it at the highest level now is paying off more predictability. Do not allow boredom or repetition to wreck your momentum. This is what you've been working toward... 'cruising altitude'. Remember the jet taking off analogy. Your success is increasing but will be less obvious because your net worth is increasing in the background, in a non-flashy way.

3 - 24 transactions is the goal, $288,000 gross commission income. If 24 seems easily achievable, modify to 36, or $432,000 GCI. Yes, this is possible. 3 listings sold per month, referring your buyers to buyer partners, and keeping only the best buyers for yourself.

4 - Your net worth is now growing. Continue to invest in non-risky assets like an additional rental property and your stock portfolio.

5 - Do not push the 'easy button', it doesn't work. Don't fall prey to the 3 B's: Building your brand, buying buyer leads, or building a team. These things are unnecessary and will erode your profitability. You have proactive skills, so don't make those mistakes!

6 - Master at least 4 spokes, keeping your Center of Influence as your foundation, but expanding into other sources.

7 - Now is the time to hire a full-time assistant. Make that assistant a profit center through prospecting their center of influence and/or having them do Broker Price Opinions. The assistant's main job is to do everything that is not on this list: Proactive Lead Generation, Furiously Fast Lead Follow Up, Prequalifying, Presenting, Negotiating, and closing. They can prepare your pre-listing packages, confirm your appointments, etc.

Real Estate Coach | Real Estate Agents 5 Year Plan (2) Mar 22, 2022

Show notes

Todays show is sponsored by RED/X.

P.S. This is the same system Tim and Julie used when they were top-producing agents.

4 - Your listing goal is to have two listings at all times, assuming average days on the market are 30 or less where you are selling. Most of the country is 20 days on the market or less currently, so adjust appropriately. The longer the days on the market, the more active listings you need to count on one closing per month.

5 - You must immediately set up three separate bank accounts. A savings account, an operations/checking account, and a tax account. Every time you are paid, you place a minimum of 10% into savings, 20% into your tax account, and the rest into your operations / checking account. Do not commingle savings and tax accounts. The tax money does not belong to you. Upgrade your savings % as soon as possible. You should have at least a 75 to 80% profit margin.

6 - Using your Real Estate Treasure Map, identify any debt you must pay off, especially high-interest rate credit cards. Refinance any mortgages you have while rates are low and lock in 30 year fixed mortgages. Give yourself specific deadlines for all financial goals.

POP QUIZ:

Please choose one answer:

1) I am ready to join EXP Realty.

2) I am interested in EXP Realty and need more info.

3) I am not interested in EXP Realty.

Key:

* If you answered “#2” please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .

* If you answered ‘#3’ no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP Realty.

7 - Develop 2 very predictable income spokes. For your first year, we recommend building your Center of Influence spoke for your foundation, plus one very pro-active spoke such as expired listings and/or for sale by owners.

8 - Take all opportunities your first year, including buyers, sellers, investors, referrals. You are building your skills and need the experience. Not time to be picky just yet.

9 - Sponsor at least 5 agents to eXp. This is the beginning of your wealth-building.

10 - Don't waste time getting ready to get started. Learning your basic scripts and skills will give you the confidence to speak about real estate to different types of people in different situations. Always say "Yes, it would be my pleasure to help you with that." Ask for help when you need it. You don't have time to have mindset issues. Your mindset will greatly improve as your income does, so keep your focus on that.

Real Estate Coach | Real Estate Agents 5 Year Plan (1) Mar 21, 2022

Show notes

Let's start with what we want for you as well as what we don't want for you...

What we DON'T want for you:

1 - We don't want you to be burned out, broken, and beholden to other people or companies controlling your success. Don't build your castle on someone else's land.

2 - We don't want you to suffer cash spurts, lack of profitability, and uncertainty.

3 - We don't want you to kill your potential grinding away with buyers instead of listings.

4 - We don't want you to end the year with little savings and lots of stress.

5 - We don't want you to follow false prophets, gurus, or fake coaches.

6 - We don't want you to have 'failure to launch' syndrome.

What we DO want for you:

1 - We want you to have a definitive plan to follow so you will have direction and won't have to guess what to do to succeed.

2 - We want you to have goals in 5 areas of life to keep you inspired. Use your Real Estate Treasure Map to get serious about those goals. You'll do a new Treasure Map each year of your career since both your skills and your goals will change!

3 - We want you to be a powerful listing agent as early as possible in your career.

4 - We want you to invest in yourself first so you can be rich and free.

5 - We want you to build strong skills from the beginning.

Let's make some assumptions about you, our listener so we can show you the math. Assume the following facts (you can modify for yourself if necessary):

- You live in a state like Florida, Tennessee, or Texas with no state income tax.

- Your average sale price is $500,000.

(According to Fed reporting, the median price is $423,300 at the end of January 2022 but the average is $496,000).

- You are an eXp agent.

- Your average gross commission is $15,000. You pay your broker 20%, netting you $12,000 per transaction.

- 1 transaction per month will gross you $144,000 your first year in business.

YEAR ONE.

POP QUIZ:

Please choose one answer:

1) I am ready to join EXP Realty.

2) I am interested in EXP Realty and need more info.

3) I am not interested in EXP Realty.

Key:

* If you answered “#2” please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .

* If you answered ‘#3’ no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP Realty.

Real Estate Coach | Housing Crash Coming? (Rising Rates, War, Inflation) Mar 18, 2022

Show notes

The nations leading real estate coaches, Tim and Julie Harris answer your questions about what happens next for housing. Rising interest rates (and mortgage rates), War in Europe, and historic inflation rates are creating a level of uncertainty not experienced in generations. On today’s show, Tim and Julie Harris will answer the questions and concerns that most agents have. As always thank you for keeping this podcast the number 1 daily podcast for real estate professionals. Remember to ‘Like’ and ‘Subscribe’ so that you receive every show the second it is released. If you are on iTunes please give us a 5 Star review and then share with us why you liked the show. Your continued support and encouragement are greatly appreciated.

Todays show is sponsored by RED/X.

Question: Are you (finally) ready to become a LISTING AGENT? Of course, you are. Great news, this podcast is sponsored by Tim and Julie Harris’s favorite SELLER Lead systems. You read that correctly, this trusted company will provide you with the names, addresses, phone numbers of homeowners who want to sell….truly motivated seller leads. Best part? NO referral fees. What are you waiting for? Go there now and become a member. CLICK HERE NOW https://www.theredx.com/affiliate/tim-and-julie-harris/?utm_source=aff-timandjulieharris&utm_medium=content&utm_campaign=redxaffiliate&utm_content=content001_timandjulieharrisaffiliate_location-landingpage. When you do you will save $150 because you are a Harris podcast fan.

P.S. This is the same system Tim and Julie used when they were top-producing agents.

Now, to your questions....

1 - What is inflation?

2 - What effect do higher mortgage interest rates have on the market?

3 - What effect will the rising rates have on home sales?

4 - Will the housing market crash as a result?

5 - Will there be a big drop-off in agents?

6 - What should a real estate broker, team be doing now in anticipation of the changing economy?

7 - What new opportunities arise in real estate during times of change?

8 - Will home prices fall?

9 - Will there be another massive housing crash?

POP QUIZ:

Please choose one answer:

1) I am ready to join EXP Realty.

2) I am interested in EXP Realty and need more info.

3) I am not interested in EXP Realty.

Key:

* If you answered “#2” please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .

* If you answered ‘#3’ no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP Realty.

New Real Estate Agent Guide (Your 15 Step Plan) 4 Mar 17, 2022

Show notes

Today is PART 4 of New Real Estate Agent, 15 Steps how to be wildly successful. On today's show, you will learn about the real bottom line, fluff-free facts about being successful long term. As always thank you for keeping this podcast the number 1 daily podcast for real estate professionals. Remember to 'Like' and 'Subscribe' so that you receive every show the second it is released. If you are on iTunes please give us a 5 Star review and then share with us why you liked the show. Your continued support and encouragement are greatly appreciated.

Question: Are you (finally) ready to become a LISTING AGENT? Of course, you are. Great news, this podcast is sponsored by Tim and Julie Harris’s favorite SELLER Lead systems. You read that correctly, this trusted company will provide you with the names, addresses, phone numbers of homeowners who want to sell….truly motivated seller leads. Best part? NO referral fees. What are you waiting for? Go there now and become a member. CLICK HERE NOW https://www.theredx.com/affiliate/tim-and-julie-harris/?utm_source=aff-timandjulieharris&utm_medium=content&utm_campaign=redxaffiliate&utm_content=content001_timandjulieharrisaffiliate_location-landingpage. When you do you will save $150 because you are a Harris podcast fan.

P.S. This is the same system Tim and Julie used when they were top-producing agents.

12 - Focus on being a listing agent. Listings produce leads, buyers generally don't. Sellers have to sell but buyers never have to buy.

13 - Always say "Yes, it would be my pleasure to help you with that." Then get help if you need it! You can only build your skills by earning while you learn, so don't say no to opportunity when you can say yes. You can always partner or refer the transaction to another agent if something is just too far out of your wheelhouse.

POP QUIZ:

Please choose one answer:

1) I am ready to join EXP Realty.

2) I am interested in EXP Realty and need more info.

3) I am not interested in EXP Realty.

Key:

* If you answered “#2” please watch the videos and check out the other intel on this site. http://whylibertas.com/harris .

* If you answered ‘#3’ no worries. You will want to check out whylibertas.com/harris so you can at least know what EXP Realty is and why so many agents are moving to EXP Realty.

14 - Do what you don't want to do when you don't want to do it...at the highest level! There will be days when you simply don't feel motivated. There will be days when you overthink yourself into analysis paralysis. There will be days when you feel less than competent. Do the work anyway, so you can have days of success, gratitude and profitability. So much comes through you doing the work that you can't get any other way!

15 - Get involved in Premier Coaching so we can move you forward faster, answer your questions daily and hold you accountable. Scripts, skills, Pre-Listing Package, Listing Presentation, Buyer Presentation, and many more things will help you build confidence, earn money immediately and shorten your learning curve.

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Real Estate Coaching Radio

Do people want to listen to you?

If you fear the phone, the live presentation, negotiating, or anything else requiring good conversation skills, this is where you need to do the work.

We created this podcast series, Real Estate Agents 5 Year Plan to provide a specific, practical, and tactical plan to meet or exceed your goals in your real estate career and ultimately in your life.....in 5 years or less. Today's show is part 5.

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